A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
Train Up or Trade Up
I get the privilege of speaking with thousands of CEOs about their businesses, their plans to grow and their challenges. The conversation often turns to […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
4 Steps to Hiring an All-Star
One of the things I often hear from companies recruiting candidates is that there’s a talent shortage. But award-winning author and sales management expert Lee […]
Team Players Vs. All-Stars: Who Matters More?
Business is like baseball in so many ways, none more so than when you set out to build a great team. You want the best […]
How Important Is Money to Your Sales Team?
We recently evaluated a sales team on how they felt about money by using a standardized test. A big part of the test was to […]
3 Better Ways to Find Employees
It’s getting harder and harder to find the right candidates. Here are three things to consider when you are searching for the best talent. I’m […]
Stop Laying Off Employees–Start Boosting Sales
Before making the decision to downsize, you need to evaluate your sales efforts. Your real problem might just be a lackluster sales strategy. Do you […]
Why Stretch Goals Are a Bad Idea
Without a realistic plan, a stretch goal is simply a waste of time. Here are some tips to help you set goals, make plans, and […]
The Key to Landing Big Deals? Speak to the Right People
Every decision maker is looking for someone who can solve their biggest problems. To close a big deal, you need to demonstrate you can […]
The Benefits of Hiring Untrained Sales Staff
Frustrated by sales professionals that are unwilling to change, one entrepreneur is hiring young graduates and turning them into top salespeople. What will the […]
Don’t Hire More Entrepreneurs. Do This Instead
Want a more “entrepreneurial” culture? Try using these three smart workplace tactics. Most founders of companies, as their businesses grow, have a nagging feeling that […]